Alexander Group’s 2017 Annual Forum

Speakers

Keynote Speakers

Cate Gutowski

Vice President, Commercial Digital Thread
GE Digital

Cate is based in Boston at GE’s headquarters and leads the digital transformation of GE’s 25,000-member global sales force, which operate in a variety of business units, including Power & Water, Aviation, Oil & Gas, Healthcare, Lighting, Energy Connections and GE Digital.

Gutowski currently leads the Commercial Digital Thread for the company, which is GE’s focus on creating a connected, digital ecosystem that will enable sales professionals in every business unit to drive new growth and serve their customers with speed. To bring this vision to life, Cate leads a team of global product managers, who are dedicated to partnering closely with the GE businesses to deliver Horizontal Digital Tools that will drive productivity. To drive Commercial Intensity for the company, Gutowski and her organization also lead the Commercial Council for CEO Jeff Immelt, Chairmen’s Field Days, the Commercial XLP program, and the GE Commercial Academy, where sales professionals learn all aspects of commercial leadership.

Cate recently moved to Boston from Budapest, Hungary where she led the product management and marketing organizations in Europe and the Middle East that is focused on developing new products, services and business models to enable GE Current to grow their LED sales, and to enable the transformation of LED fixtures into intelligent infrastructure devices that can connect with GE’s Predix software to deliver new data and analytics to GE customers. While in Europe, Cate also worked as the GM of Commercial Operations-EMEA, where she was responsible for leading the transformation of GE Lighting from a made-to-stock business, to a made-to-order, LED Projects business. Gutowski led the Pricing, Customer Service, Commercial Operations, Major Projects Center of Excellence, and Project Solutions organizations that were responsible for delivering critical project operations support.

Cate began her GE career by joining GE’s Technical Leadership Program after graduating from the University of Illinois at Urbana-Champaign. She earned her Executive MBA from the University of South Florida in Tampa. Before her transition to Europe, Cate grew her commercial expertise over the last 19 years in a variety of sales and sales leadership assignments in GE’s Energy Connections and Lighting businesses.

Ms. Gutowski is active in the GE Women’s Network, leading the Global Leadership through Storytelling initiative, If You Can See It, You Can Be It, which has trained over 300+ GE Commercial Women and Customers in Europe, the Middle East and North America. Cate is a certified Dale Carnegie Instructor and taught The Dale Carnegie Course on Leadership.
 

Brian Marlier

Senior Vice President, Global Architectures & Enterprise Transformation
Cisco
Brian Marlier is Cisco’s Senior Vice President of Global Architectures and Enterprise Transformation (GAET). Using more than two decades of enterprise technology sales, he leads the team responsible for providing global customers with holistic architectural strategies that marry business imperatives and the necessary technology/IT requirements. A member of the Sales Executive Leadership team, Marlier has an unbeatable track record in evolving sales to meet changing market dynamics and customers’ business needs. By working cross-functionally to design and implement innovative go-to-market models for customers’ multiyear digital transformations, Marlier and the GAET team are helping customers consume Cisco’s portfolio of solutions and services in the different ways required to drive their business outcomes.

Marlier takes an inclusive approach to bringing value to enterprise customers, emphasizing collaboration with the entire ecosystem of technology partners inside and outside Cisco. He works closely with WW Sales Strategy and Planning and cross-functionally to prioritize and implement digitization initiatives that support Cisco’s sales, GTM, and new monetization strategies. Through these efforts, Marlier is helping prioritize Cisco’s efforts to digitize customer- and partner-facing business processes while also playing a leading role in defining the standard offer for selling software across Cisco.

Previously, Marlier served as the Area Vice President for Cisco’s Central Enterprise Area, which encompassed Cisco’s largest enterprise customers in the upper Midwestern United States. During his tenure, he segmented Cisco’s coverage model to improve customer satisfaction and brought in annual product and services bookings of more than $1 billion. He has also been a Service Provider Area Vice President, leading a team responsible for customer relationships within Cisco’s service provider account base.

Prior to joining Cisco, Marlier served as Vice President of Sales for Nortel Public Data Networks and Vice President of Sales and Marketing for EMASS. He was also a Vice President of Sales for Hitachi Data Systems and a District Manager for EMC. His experience includes international sales and marketing, acquisitions, and channel development.

Marlier holds a bachelor of arts degree in business from the University of Illinois.
 

Paul Mountford

Chief Sales Officer and Senior Vice President
Riverbed Technology

Paul Mountford brings to Riverbed 30 years of leadership experience in the technology sector, including data center and virtualization, network and application infrastructure, collaboration and mobile devices. He spent 16 years at Cisco, with roles that included running Cisco’s $34 billion Enterprise business, being the first Cisco executive to lead the company’s Emerging Markets business, and rebuilding and running Cisco’s channel partner program. He was most recently CEO of Sentillian, a New York-based web intelligence startup focused on monitoring publicly shared content. Prior to joining Cisco, Mountford owned a channel development consultancy where he helped U.S.-based companies develop successful channel strategies for successfully entering international markets.
 

Jim Norton

Chief Business Officer and President of Revenue
Condé Nast

Jim Norton was named chief business officer and president of revenue at Condé Nast in October 2016. In this newly created role, Norton oversees all revenue operations for the company’s 22 world-class brands.

Norton has more than 25 years of experience in media sales and marketing, most recently as the global media sales lead at AOL, where he managed a team of more than 1500 people responsible for selling digital content media to advertising agencies and global businesses. Norton’s sales and client service expertise spans programmatic and platform-based media, as well as branded content and premium ad experiences–including native, customized content, original video and innovative ad formats.

He was part of the acquisition and integration teams responsible for the partnership with Microsoft Advertising, as well as the sale of AOL to Verizon, and the recently announced intention to acquire Yahoo. Since joining AOL in 2009, Norton held additional senior roles in product sales, managed AOL’s search and sponsored listings business, and helped launch AOL’s Global Agency Holding Company team.

Prior to AOL, Norton spent three years at Google, where he was the national sales manager for Google’s Agency Activation Team. Previously, Norton spent many years working in traditional media focused on both local and national advertisers. He worked as a sales manager at WLVI-TV and at Boston’s Tribune Broadcasting station and was active on the Tribune leadership team, playing an integral role in the local launch of The CW. Norton also held various sales and marketing positions at Miller Brewing Company and Kiss 108FM in Boston.

Norton currently serves as the chairman of the Interactive Advertising Bureau (IAB). He is chairman emeritus of the American Advertising Federation (AAF), serves on the board of directors for Ad Council and is a former member of the board of directors for the Boston Ad Club.

Norton holds both a B.A. and MBA from Boston College.

Hear Jim’s preview of his evening keynote:

Joe Robinson

Senior Vice President, Health Systems Solutions
Philips North America

Joe Robinson is responsible for the Health Systems Solutions organization, which includes Government VA/DoD & Military Contracts, Healthcare Informatics, Population Health Management, Hospital to Home, Healthcare Transformation Services, Long-Term Strategic Partnerships, Managed Equipment Services, Healthcare Alliances, GPOs and Government Affairs at Philips Healthcare. Joe formerly managed patient care and served as SVP, Enterprise & Government Solutions, North America.

Robinson’s career has been focused in medical imaging, starting with a small business in the mid-Atlantic region. Joe has managed sales, marketing and service organizations in North America for many years. He has spent 30 years in medical systems across multiple large health care companies. In his current role since January 2015, Joe’s other roles at Philips include: SVP, Enterprise & Government Solutions; SVP, Sales & Marketing Imaging Systems; VP, Business Manager, MR; VP Marketing GSS NA; VP of Sales, South Zone and Registered Radiologic Technologist.

Robinson received his Bachelor of Science degree in healthcare administration from Columbia Union College. In 2008, he co-authored “Radiology Business Practice: How to Succeed.”

Joe is a proponent of collaboration, accountability and accelerating growth through empowered teams.

Bill Taylor

Best selling author and founder of Fast Company Magazine

Bill Taylor is an agenda-setting writer, speaker and entrepreneur who chronicles the best ways to compete, innovate and succeed. His new book, “Simply Brilliant: How Great Organizations Do Ordinary Things in Extraordinary Ways,” offers a set of messages and a collection of case studies about how to unleash breakthrough creativity and cutting-edge performance in even the most familiar, slow-to-change fields. “Simply Brilliant” (2016) offers leadership lessons from organizations that are doing exciting, compelling, truly extraordinary things, but in traditional, accessible, ordinary settings. It draws on in-depth access to retail banks, insurance companies, fast-food joints, department stores, an office cleaning service, heartland manufacturers, industrial distributors and even a parking garage. It also draws on case studies that are not businesses per se: a nationwide campaign to end homelessness, the health care system for Native Alaskans and a project to revitalize a major city.

“Simply Brilliant” is a sequel of sorts to Taylor’s most recent book, “Practically Radical: Not-So-Crazy Ways to Transform Your Company, Shake Up Your Industry,” and “Challenge Yourself,” which was published in January 2011. Best-selling author Daniel Pink called “Practically Radical” “the most powerful and instructive change manual you’ll ever read.” Anne Mulcahy, former chairman and CEO of Xerox, called it “a handbook for successful transformation and a great tutorial for implementing your change agenda.” Arianna Huffington says: “The ideas are fresh, the advice is stuff you can actually use, and the results will be tangible.” Before “Practically Radical,” Taylor published “Mavericks at Work: Why the Most Original Minds in Business Win.” “I didn’t just ‘read’ this book, I devoured it!” declared Tom Peters when “Mavericks” appeared. Just weeks after its release, “Mavericks” became a New York Times bestseller, a Wall Street Journal business bestseller and a BusinessWeek bestseller. The Economist called the book “a pivotal work in the tradition of In Search of Excellence and Good to Great.” The Economist also named “Mavericks” one of its “Books of the Year” for 2006, as did the Financial Times.

Bill’s three books are just the latest chapter in a career devoted to challenging conventional wisdom and showcasing the power of business at its best. As co-founder and founding editor of Fast Company, he launched a magazine that won countless awards, earned a passionate following among executives and entrepreneurs around the world, and became a legendary business success. In less than six years, an enterprise that took shape in some borrowed office space in Harvard Square sold for $340 million.

Fast Company has won just about every award there is to win in the magazine world, from “Startup of the Year” to “Magazine of the Year” to three National Magazine Awards. In recognition of Fast Company’s impact on business, Bill was named “Champion of Workplace Learning and Performance” by the American Society for Training and Development. He has published numerous essays and CEO interviews in the Harvard Business Review, and his column “Under New Management” ran in the Sunday business section of The New York Times. He now writes a popular management blog for Harvard Business Review.

A graduate of Princeton University and the MIT Sloan School of Management.

Hear Bill’s preview of his luncheon keynote:

Chris Toth

President, Oncology Systems Americas
Varian Medical Systems

Chris Toth has been part of Varian since 2001 and is currently president, Oncology Systems Americas as well as an executive team member of the Oncology Systems business unit of Varian Medical Systems.

He began his tenure with Varian as part of the marketing organization and subsequently joined the sales organization holding multiple positions, including VP, Global Marketing & Americas Sales, prior to assuming his current position in September 2014.

As president, Oncology Systems Americas, he is responsible for overall strategy, management and execution across the $1.2B business in the geography, which includes sales, service, marketing and applications training.

Chris holds a B.A. in business administration with a concentration in marketing from University of Oregon’s Lundquist College of Business.

Warren Stone

Senior Vice President, Research & Applied Solutions North America
MilliporeSigma

Warren Stone is SVP of Research & Applied Solutions North America. In this role, he will oversee the development and execution of a transformational customer-centric commercial strategy built through leveraging customer and market insights.

Prior to his appointment to lead the combined North America sales organization, Stone served as vice president of sales for the North American commercial region, where he had full responsibility for the sales strategy, resource deployment & planning and the attainment of sales revenue goals through customer acquisition and experience.

For the past two decades, Stone has served in a wide variety of general management, sales, marketing and business development roles within the Merck Group affiliates and businesses around the world. His background includes leading the former Lab Essentials business field based in Darmstadt, Germany, during which time he started the transformation of the more than 500 million euro business into a global, customer-centric, solutions-orientated business.

Stone holds diplomas in analytical chemistry and a business degree in sales & marketing from the Witwatersrand Technikon in Johannesburg, South Africa. He is a member of the Laboratory Products Association and the sales executive council.

 

Focus Session Speakers


Sal Patalano

Chief Revenue Officer
Lenovo Software

Sal began his career as an associate director at the University of Miami where he co-founded the Microcomputer Institute in the School of Continuing Studies. As a serial entrepreneur he founded his first IT company, which focused on developing and publishing software for Apple’s revolutionary Macintosh personal computer in 1983. After selling that company in 1988, he spent time as a consultant within the software distribution industry. Starting in 1990 Sal co-founded the first of several IT companies focused exclusively on the resale and integration of IBM software. As one of IBM’s first software channel partners in the early 90s, Patalano’s company delivered mainframe- and AS400-based solutions across multiple market segments and industries. Coinciding with IBM’s formation of Software Group in the mid-1990s, he went on to build, lead and sell a succession of successful system integration businesses prior to joining IBM as a professional hire in 2007. As a worldwide vice president, he held sales, channel, operational and transformational roles. In 2014 he moved into a channel leadership role for CA Technologies as vice president global marketing, where he was responsible for all channel and business partner-marketing activities. In his current role as chief revenue officer for Lenovo Software he is responsible for global sales and marketing, and is chartered with building a high margin software and solution business within Lenovo.

Susan Uthayakumar

Vice President, National Sales – U.S. & Canada
Schneider Electric

Susan has been with Schneider Electric for the past 12 years working in both the U.S. and Canada. She has worked in a variety of roles including leading corporate development for North America; finance leadership roles both in U.S. and Canada; leading the largest business unit in Canada and currently leads the National Sales Team in Canada. In her role as the vice president of sales, Susan is responsible for delivering growth in multiple segments, building a world class sales organization and evaluating sales efficiency to facilitate better resource allocation and market coverage. In her tenure with Schneider, Susan has been a key player in the transformation of the company from a product manufacturer to a specialist in energy management and efficient technologies. Prior to this, Uthayakumar led strategy and mergers & acquisition projects globally with McCain Foods Limited, an international leader in the frozen food industry employing over 20,000 people and operating 57 production facilities in six continents with annual sales of $6 billion. Susan has also held positions of increased responsibilities with Deloitte, a global advisory firm. She holds board positions with Canadian Manufacturers and Exporters, Electrical Federation of Canada and the International Standards Board.

Ms. Uthayakumar has an Executive MBA from the Kellogg School of Management at Northwestern University with a focus on international business practices. In addition, she holds a Master of Accounting (MAcc) and a Bachelor of Arts from the University of Waterloo. Susan has also completed the Women’s Senior Leadership Program and Executive Scholar Certification from the Kellogg School of Management, as well as the Chartered Accountant (CA) and Certified Public Accountant (CPA) designations.

Uthayakumar has worked and lived in Europe, Asia and North America and is fluent in English and Tamil, as well as functional in French. About Schneider Electric: Schneider Electric is the global specialist in energy management providing integrated solutions across multiple segments with revenues of $32 billion and operations in over 100 countries.